Making the switch to service revenue is something many integrators know they need to invest into, but seem to be having a tough time with getting it off the ground. A lot of the struggles just have to do with old habits being hard to break. The as-a-service approach is much different than the traditional one-and-done type of selling. That is why in order to make the shift successfully you have to ... Read More
Making the switch to service revenue is something many integrators know they need to invest into, but seem to be having a tough time with getting it off the ground. A lot of the struggles just have to do with old habits being hard to break. The as-a-service approach is much different than the traditional one-and-done type of selling. That is why in order to make the shift successfully you have to ... Read More
TCO has been on life support the last decade, kept alive by a few manufacturers and analysts in the technology sector. But, once cloud technology became relevant and reliable, rumor has it that ROI broke the news to TCO that there is no ownership in the cloud. This caused TCO to spiral and pull its own plug. For the sake of not being too morbid, TCO believes in reincarnation and if you continue ... Read More
Making the switch to service revenue is something many integrators know they need to invest into, but seem to be having a tough time with getting it off the ground. A lot of the struggles just have to do with old habits being hard to break. The as-a-service approach is much different than the traditional one-and-done type of selling. That is why in order to make the shift successfully you have to ... Read More
Understanding ROI & Technology Solutions If you believe in using return on investment (ROI) to justify your next technology solution I challenge you to take a closer look at the meaning behind ROI and what’s involved in a that new solution acquisition. Read More
It’s simple, address a TAMCO Shield pricing objection with a logical question. Read More
There are a variety of monthly payment options available for technology equipment. Each is designed to accomplish different things based on the need of the organization procuring the equipment. For example, you can find finance alternatives that allow you to finance to own, or finance to use, or finance with special options such as changing out the solution as needed. Read More
Since 85% of buying decisions are made online before interacting with a salesperson—it shouldn’t come as a shock when I tell you that you need to re-evaluate your approach: it’s more important now than ever to stop selling and start helping your prospects. Read More
by: Paul Metzheiser
How financing ever became the after-thought and doormat of the sales process I’ll never know. If Rodney Dangerfield were still alive, and saw how financing was misused in the sales process, he’d bellow his classic line of “no respect”. No Respect! I guarantee, anyone that wants to embrace the mindset that financing is a product in the sales process, will see a higher closing ratio. Why is that? Read More
by: Paul Metzheiser
The importance of influencing and recommending the means of procurement or being involved in the how to buy conversation, has been–and is still–critical to keeping a competitive edge within the sales process. The irony is that the majority of all our partners spend 100% of their time selling to the technical buyer–or selling the technical benefits–with very little time spent selling to the ... Read More
